Set Call Fundamentals: Objection Handling, Gap Finding & Show Rate Optimization

I'm just trying to— because I haven't been able to get in the good closing roles, as you can imagine, with very little cash collected. So far it's up to like 80 grand. So, uh, that's why I'm, I'm fine with the selling role right now. Um, but I've invested in training before. I was really curious, um, because originally I came to you from the Impact team, working with like Dan and like Yash Kajaur and stuff like that. Because Dan said that you're his mentor and I love the way he was like selling and stuff like that. And he really turned me to you guys because I was with Josh Lyons in the Unicorn Closer Mastermind for 4 months and I really learned that style of selling.

Okay.

And he was basically just giving me his perspective on why it's probably not a great idea.

I mean, you know, everything, everything, everything done well works, right? Yeah. Okay. All right, cool, man. And so, like, what are you, what are you good at? Like, what are you bad at? Good at?

I would say being natural on the phones, scriptless discovery and navigating that. Yeah, probably not as good as handling objections out the gate when starting the call. Like I'm just not interested or no, I don't remember getting an ebook. So mainly the objection side of things.

Okay.

And that's the main thing.

All right. Perfect, man. All right. And so objections. What's up, JJ? Look at us. We are the, we are the acoustic wood panel background people.

Yeah, would have been cool to get a 2-for-1 sale or 3-for-1 sale.

I know, right? I don't need discounts, I'm not poor. I'm scared. Um, yeah. Um, alrighty, well, let's just go through because I think I fucked with the times and, uh, I'm still trying to work out like the notification system on, on Patreon, Discord. There's a lot of things going on. But, um, are you in Patreon, JJ, or YouTube?

I'm on Patreon.

Okay, sweet. You're finding it all right to navigate? Like, it's not too much of a shit fight? It's all good? Any feedback?

No, it's easy. I think you got to be a little bit retarded to not figure it out, but everything's played out pretty simple.

Yeah, cool. I'm uploading more and more content to it, um, and I'm gonna reshoot a lot of the old stuff because, like, it won't take me long. It'll basically take me a day to reshoot the entire portal. That's crazy. Yeah. So like, well, it's just off the top of my head. It's not like any of it's like— I don't need to— I just need to look at the subject and go, okay, and then watch the video and then, yep, sweet, I'll just reshoot that better.

Yeah, no, um, that's awesome in there.

Awesome, dude. Yeah, I'm trying to keep it high value, you know what I mean? It's gone pretty well. I think there's like 500 on YouTube and 120 on Patreon now, so It's quite a bit. It's like 7 to 8 a day that join. I want to make it cheaper. That's the goal. I'm going to be like the Elon Musk of sales training. Just, just try and make it— try and get it down to like $50. You know what I mean? Yeah. I just— once it gets a bit bigger, I'll do that. Um, that needs to make his money. Yeah, um, all right, let's go through some role plays. So you said, uh, Karma is your name? Yeah, yeah, right. You sure you're not a fucking stripper from Vegas? You sure? That's the best.

Uh, well, I've been called Karma the Farmer before, but I'm not that either. Karma the Llama, whatever.

Up to the stage, Karma! Karma to the stage! Where are you from?

I'm from, uh, London in the UK.

Like London, or where you're from?

Yeah, I'm half English and half Nepalese.

Shit.

Yeah, so I was born on the mountain.

Top, top of the mountain or bottom of the mountains? I'm assuming top of— I'm assuming like, I'm assuming the light-skinned Nepalese.

Yeah, well, um, most Nepalese are pretty dark because they just burn in the sun. They ain't got a shelter.

But not the rich ones.

Yeah, the rich ones typically leave.

But, um, yeah, I, I know, I know, I know the Nepalese culture pretty well. I used to have a gym in an area in Sydney that's like heavily Nepalese, and so like I learned a lot about the culture and like how much the top of the mountain hates the bottom of the mountain. Like all the light-skinned people or the dark-skinned people hate each other.

Did you ever try momos?

Uh, I don't think so.

Food? Oh, you gotta try it. It's, it's most Nepalese like favorite, um, dish in terms of like food.

Did you see the guy who just climbed Everest and then skied down it?

He skated down Everest?

Skied, skied down it. So it's Red Bull. So no oxygen in one day, climbed it from base camp to the, to the straight up pinnacle, whatever it's called, the top, and then skied down like a fucking savage. No oxygen, did it like 19 hours. What a killer. I felt like such a piece of shit when I watched that. I was like, I need to do better. Yeah, I mean, I was like, wow, like, that guy's so much better than me. Damn. Anyway, so yeah, all right, so, uh, you should watch it. Me and my wife watched it. We were like, it was like enthralling because the guy, like, you think he should be dying. You're like, why would you go that way, and you realize he's like the best in the world at what he does, and you're like, I'm definitely not making the right choice and he definitely is, you know. So, um, but yeah, um, so you struggle with objections, is that right? You said because you're pretty new to this, right?

Yeah, just trying to open up with the call right, and, um, sometimes—

are you an outbound setter or an inbound setter?

Both, um, but mainly outbound.

Okay, let's do it. Um, okay, cool. So, uh, JJ, um, you're someone looking for an AI— it's an AI trading bot thing, right?

Yeah, so, um, you can look at it as like an investment. It AI trades for you.

Okay, for any business or so? For trading? It's a trading offer?

Okay, cool. Yeah, just getting into AI trading, passive income. That kind of thing, or diversification.

Okay, cool. Yeah, no worries. So we're doing objections or discovery?

No, this is just a straight outbound call. So he's going to do an outbound and then we're going to see how we go from there. Okay, cool. What's going on?

Hey, JJ.

Hey, man. How's it going?

Hey, man.

It's going good, man. Just reaching back out to you. Not long ago you were looking into our passive income options with AI trading. Does that sound familiar?

So sorry, who is this?

Uh, Karma with Rich Capital.

Karma with Rich Capital?

Yeah, yeah, about our AI trading software. Is that right?

Yeah, yeah, I've seen a few of you guys, but what exactly do you guys do?

Yeah, I definitely would love to get into it. I mean, it's just a quick call to see if I can, um, just get you the right information, learn a bit about you and your investment goals. If that sounds fair.

Yeah, I thought it was free.

Free?

When would you say that?

This is an outbound dial, right? So you would have— so you would have just opted in for like to learn more about it.

Okay. Yeah. So just wanting to learn more about like you guys' AI stuff.

Okay, cool, man. So I mean, we have like 12 different AI softwares now. So what I find works best is just understanding a bit about you and your investment goals to make sure you get matched with something that you're actually looking for, if that sounds good.

Yeah, no worries at all.

So what initially had you interested in AI trading anyway? Like, were you hoping to possibly get a passive income or diversification or replace something which is underperforming?

Yeah, I thought it'd be pretty cool to have like a robot just printing you money.

Okay, cool. And like, why specifically though?

I don't know, I could, uh, just sit around making money while I sleep.

Okay, cool, man.

And do you trade at the moment? Do you have trading experience?

Yeah, yeah, I've been trading for a little while.

Okay, cool.

How long for?

Oh, I'd say 6 months.

6 months. Is that part-time or—

pardon me? Yeah, yeah, well, yeah, I spend about like 4 or 5 hours a day.

4 or 5 hours a day?

Yeah, break it up like 2 hours in the morning, 2 hours a night.

Okay.

What do you trade?

Um, basically, like, I don't know what some things they trade.

Just do like XYZ.

Yeah, I trade XYZ.

Okay, cool. And, um, how have you been finding it? Do you like the trading you've been doing for the past 6 months?

Okay, cool. So you're off track really early because you're asking them about Like, what they're there for is like to, to learn about the automation of trading, right? Like, we're gonna do it for them. So if they trade or if they don't trade, does it make much of a difference to you in the end?

Just to see, just get the juxtaposition of what they're doing now and comparing that to what we offer in terms of—

yeah, but I, I think, I think that what you're, uh What you're saying is just— it's a, it's a misunderstanding of what that means, because it's not, it's not what they're doing, it's what they're getting from it. And what, what, what, what you're— they're not— they don't have to stop trading in order to get your thing. What they have to do is they want to do something different. So like, what has you looking for something different? You know what I mean? It's, it's not about what they do. So it's like, hey JJ, hey, how's it going? Yeah, hey JJ, man, it's just Matt from XYZ Trading Buddy. How are you?

Not too bad, how about yourself?

Oh, you know, not too bad, dude, not too bad. Hey, it looks like you'd asked us to give you a call about, um, some of our kind of AI trading bots. That sound right?

Yeah, it sounds about right.

It sounds familiar. What's that? Sorry, who are you guys with? Uh, XYZ Trading.

Okay, okay.

Yeah, cool, man. So what kind of sparked your interest? Like, what had you looking at for, you know, some, uh, some trading bots?

Uh, I don't know, I saw some of the testimonials that I could make some money.

Okay. And, uh, I guess, like, you know, why trading like this specifically? Like, obviously you want to make more money, but like, what is it about us that you're like, okay, like, that seems like it could be a good option?

Uh, well, I kind of— I saw it seems like, like it can be kind of automated, so I thought like, hey, like if I can have an automated bot making money while I'm just sitting around doing fuck all.

Okay, okay, so like, so like a passive income stream?

Exactly, yeah.

All right, cool. So what are you doing for a passive income stream at the moment?

Uh, nothing right now. Right now I'm just sort of like doing, doing the trading myself.

Okay. What has you looking into automating it?

Uh, that way, you know, I don't have to really spend much time like doing it myself and maybe it'll be like better at it than me doing it particularly.

Okay. Okay. Are you good at it?

Um, I don't, I don't think so. Like, I feel like I'm all right. Like, it's not like I make a huge amount of money, but I'd say I'm not doing like enough that's like going to get me by.

Okay, so what's the outcome that you're looking for from potentially employing a bot to do it for you?

If I can make like an extra, like at least 5K a month, that'd be great.

Uh, like a total?

Yeah, total.

Uh, or, or sorry, did you say on top of what you're currently doing or total?

Just total, like an extra 5K a month.

Okay, okay, that makes sense, man. All right, so like, to be honest, like I'm probably just gonna set the guy right there. Like, I don't know what else I would require. I'm just doing this, I'm just setting, right? Yeah. Like, I don't know what the price point is, you know, like, and stuff like that, but like, really all I need to do is establish a problem when I just go, okay man, like, that kind of makes sense that that's within the realms, you know. What I like to make sure that people aren't going to go like, I want to make $100,000 tomorrow. It's like, all right, calm down. You know, it seems like you have a realistic goal. Um, you know what really the next steps would be, if you think it's appropriate, is I can get you booked in one of like the actual strategists. They can take you through, make sure that your situation is actually appropriate for what we're doing, that you have an understanding of how everything works. Because like, you don't just want to like let the bot go loose and have no understanding of what it, of what it does, you know. And I do have to get to my next call, so like, um, would that work? Like, would that help you out if I booked you in one of those guys?

Yeah, yeah, it sounds good to me.

Yeah, yeah, for sure, man. And then I just fucking book them. Like, it'd be 3, 4 minutes. Like, I don't know what else you need, right? Like, do you feel like you need any other pieces of information?

I'm curious, would you ever frame the call?

The pre-frame? As what?

Like, just saying, just outlining what the call is going to look like for like 5 minutes or just go straight into it?

I don't really see the point because like I don't want to step on the closer's toes. You know, like I think a lot of the time setters just try and do too much, you know, and it ends up just kind of not working out great and then it ends up, you know, just being over the top and I think it induces no-shows. I really think the intrigue is a far better motivator, you know, so like It's why, like, in follow-up, I used to do a thing like called like the velvet rope, you know? And it was like, hey, like, if, if it was a follow-up and they had like another call booked and I couldn't get them over it or whatever, then what I would do is I would go like, okay, well, like, when's your next call? All right, cool. What I can do is I can book you in for like— and I would take a time off for that. What I'll actually do is I'll actually like kind of take you behind the velvet rope and I'll show you exactly what clients experience. Would that, would that help you out? That way, like, they really want to, like, see it, you know what I mean? Because it's like, ooh. And so even if they get, if they get really enticed by the next, by the next call, like they have this like little VIP experience waiting for them, you know? So it's a good way for me to get them back on. But I just think like you just don't— you can just make it a bit simpler, you know? Yeah. And I think if you just basically the point of a sales call is like establish the problem, establish that, like, the solution they're looking— the problems that they have matches up with our solution, and then, like, kind of go from there. And I'm just going to funnel them into, like, I don't really— I mean, you can talk about their trading, but I don't think it's massively beneficial. I think you're much better off just kind of going like, well, you know, like, what has you looking into automation? Okay, like, that's just a better route. And then it's like, okay, and then it's like, well, what are you doing at the moment? Nothing. What's kind of changed recently to where you really want to start kind of, you know, getting some automation in place? And You know, like, what are you actually looking for from result-wise? Like, why now type thing, you know, you can do that. Then it's like, okay, that makes sense. So I think that what we do could work. What I could do is like, because then we need more information, obviously, to make sure that you have a full understanding of what it is, how it works, and make sure it's a good fit and it's within like the realms of what you want to do and what kind of outcomes you're looking for. But like, that's not my job, you know? And so what I can do is get you one of the strategists and they can go through everything and make sure that this could potentially be a good fit for you and answer all your questions. Like, would that, would that help you? And I always like to frame it like, would that help you? You know, it's like, because, yeah, it's a— I just think it's an easier way of doing it.

Yeah, that makes so much sense.

Okay.

I was curious if we could do like a quick roleplay for like typical things I get at the beginning. Like they open up with, I'm not interested in like, who are you? And they try and take the frame and ask me questions. And sometimes it might be a bit of a struggle getting it back.

Let's just see if JJ's got any questions first and then we can go from there. Have you got any questions, bud?

Right now, the only question I have is like in regards to like, I know you were saying like you wanna fix one thing at a time in your sales process. Would you say like, you know, obviously besides the objection handling, like a lot of times, like I know you guys, I know you specifically do like some analogies and like reframes in the beginning of like, or midway into the discovery if you already feel like the person's gonna give objections later on? Because I was reviewing some of your calls with like when you were doing, um, the NEPQ like sales course with some guys, and there was like one individual who was like, who's very nervous, and you were already telling him like, I can tell like you're gonna give objections later on. Like, how— when would you say that's like the right—

that's when you're selling. I was selling sales training though, so like you just gotta remember, like if I'm selling sales training like it's a, it's a theatrical sale because what I'm doing is I'm like, uh, I'm showing my prowess. Yeah. In sales. And what that does is like makes the person know that I'm better than them at sales.

Yeah.

Yeah. You know what I mean? So, so like that kind of stuff is not massively transferable. I think like the, the principles of it, but like the fourth wall breaking kind of you know what I mean, type of stuff is not massive. It's not massive.

Like, so it's not really needed, like, in regard— because, like, for dentists as an example, like, they're very, like, um, egotistic.

You could try it with dentists. It's worth— you could try it for sure.

Yeah, because, like, recently I've been doing more of, like, the analogies. Like, you know, if you let a lion, like, behind you instead of just, like, you know, continuously running, um, as an example. And, like, a lot of times, like, they still— they're still a little bit surface level. Like, a lot of times, like, it's just They're so egotistical that they think the position they're in is okay. So like a lot of times when it kind of ends up, I don't really try going any more forward until like, I feel like, hey, what's the reason? Like what shifted recently for you to want, want to do this now since you haven't done anything in the past 6 months? And they, they still sometimes have a very hard time like moving forward because by the end of the call they'll still give objections. Like I need to think about it. So like, is there ways like you would— like, how far along would you keep doing it at the beginning of like challenging them, I guess, for them to kind of open up? Because like a lot of times they just get pissed off and say like, I don't fucking get this, like fuck off.

Well, I think it depends on like what the point and the outcome of the analogies is. The point of an analogy is to contextualize the asking of a question, right? Or to potentially make them see things in a different way. And so Like, I think, you know, you have— you want to— you can plan them throughout the whole thing. Yeah, right. Um, but they, they need to be for a reason, you know. So the whole point of that, like, you know, giving them the different, like, the line behind them, stuff like that, that's just to contextualize being able to ask, um, consequence question. Yeah, right. So, um, Yeah, I would say you can, yeah, you want to plan out your analogies when you do them. Yeah. And then you can do them the whole way through. If you're getting think about it objections, it's because you're not driving enough urgency. Yeah. Right. Like that's just straight up why. Yeah.

And that's the biggest thing. That's why like at the beginning with some of them, it's like, Like, I just got off a call now, but I just booked it for another time because he was in the car. And I was basically chatting with him. He was doing like $50K a month for the practice. And that's very, very low. Like, that's broke. And I was like, how long have you been like that for? He's like, the past like 3, 4 years.

Jesus.

You know, it's kind of like, what shifted now for you to want to actually do something now rather than just waiting another like 6 weeks, 2 months, 2 years? Since you've been in that position for the past 2, 3 years?

What did he say?

He was just like, oh, I just wanna like, you know, grow. Like, you know, I'm just lucky I have, I own the real estate, otherwise like I'll probably have to sell it. And then from there, but from there then when he said I needed to sell it, I was just kind of like, is that what you want? So I didn't know if I should have maybe built a little bit more of like a gap there, but I just asked him like, hey, Is that something you want? And he said, no, that's not what I obviously want. And then I said, okay, what is it that you want? But then the goals he was giving, it was like, like he was doing 50s, like 65. I'm like, that's it. Like, that's only like 2, 3 more patients. So like, I have another call with him like on Friday, but like, what would you kind of fix? Like, what would you try doing in that frame to really build like the gaps? So like by the end of the call, like, you know, he's going to be moving forward, or do you—

I mean, there's nothing, there's nothing you can do to do that. But I think, like, you know, the first, the first thing you want to do is, like, establish a gap that makes sense and then push back on, on the gap. But the gap shit, just go like, really? Like, that's like 2 more patients. Like, why don't you just go stand outside, wave a sign around? You can get that. Yeah, you know. And so it's like, really, it's like, it's like you wouldn't be on, like, you know, generally speaking, you know, like, what do you need to do to actually make the the practice profitable. So you want to kind of just stay in that loop. The hard part is asking— just keep asking questions in that loop and don't leave it until they give you something. And then just go, listen dude, if you only need 2 more clients, you don't need us, okay? Like, if you just need $10 grand a month more, like, that's not really something that you're gonna— there's no ROI for you, like, getting a marketing company to do that. If you actually want to, like, take it somewhere bigger, you know, and then just go like, like, what's the average dental practice doing?

Average is at least like 150.

Yeah, so be like, so the, the average dental practice that we see— and I'm not talking about clients, I'm just talking about that we see, um, is like 150 a month. And so, you know, like, where do you think your practice can get to? Where should it be? Where would it be when you're happy with it? You know what I mean? Because obviously, like, owning the real estate is fine, but like, that's not going to provide you with like a significant income, right? Yeah. But what's actually going on? So you really just want to kind of circle the drain until you get the answer. And that's one of the more harder parts of sales is, is like just the refusal to move forward when you don't have the information and being able to calmly just continue to ask with curiosity.

Yeah.

Right.

That makes sense. Yeah, it's super hot. Yeah. Um, yeah, just practice that. But like, why? And then just— it's got to be curious.

Yeah, I mean, yeah, that's, that's the biggest thing. Like, for— I think a lot of times, like, when I'm like there, like, sometimes what happens is they'll just give like the surface level enough. Some doctors just fully give it if they're actually like in a pretty like bad predicament. Um, whereas in some of the other ones, they're a little bit more so like, uh, like You know, kind of staying around that. So I try holding them there as much as possible, but I think that's usually the reason why I think I kind of like don't hold it enough to the point where when we go through the rest of the call, then I'm getting like to think about objections or like I want to go look at like 4 or 5 other companies as an example.

Yeah. You just, just, just start staying in the saddle, like refuse to leave.

Yeah.

And be like, I mean, I can't help you if we don't have like, you know, there's a bunch of analogies, you know, like I can't hit a target I can't see. Yeah, you know what I mean? It's just like, I need to be able to see, like, what is success? We look back, we've been working together for 6 months, what does success look like?

Yeah, you know what I mean?

And then it's like, okay, cool. And so you can just keep looping them around and then they're gonna go from there.

Okay, that makes sense.

Mr. Nick, how we doing? Good, buddy. Good. You got to get yourself a wooden background, mate. We're all doing it.

Yeah, why do you all have that?

Because we're fucking sick cats, bro. You're gangsters. Yeah. Uh, JJ, you're asking another question?

Yeah, I was gonna ask also, like, when you're, um, practicing role-playing stuff, um, like if I'm doing it with a few other guys, um, what would you say like is a good way of like strategizing? What's a few?

Fucking holo, bro. Fuck, that was a bad one. Roleplay with a few dudes?

I didn't think about it. But what's a good, I guess, good way of like, now the rest of it sounds pretty fucking gay, but I mean, like, what's a good way of like practicing, like making sure, like, I guess like I saw in the PDF files, like you were saying, like do a few minutes and then someone else comes in. So like, how would you kind of roleplay with like two, like one or two sales guys?

There's a bunch of ways. The goal is just to make it make it difficult. Okay, I was gonna say make it hard, but I kind of didn't, didn't sound right. Um, the goal is just to make it difficult, you know. So there's, there's a couple, like, we can do one of them now where it's you have to sell something that you've never sold before, like water filtration, you know. So the point of that one is just to rely on pure sales because you know nothing about the product. Yeah, you know, so you really have to like know your process back to front, and if you do, like, you'll do fine. You know, the other one is like speedrunning, right, where you have like 12 minutes to get through an entire sale, but you can't skip anything or talk fast. And that's, that's to help you practice probing, clarifying, and like, just like not getting off track at all. Say It Again is a really good method as well, where you, the person running the roleplay, just says, say it again. Then you have to ask that same question in different words, and you do it like 3. Say it again. Say it again. Say it again. Say it again. So it's like a conversational flexibility exercise. Mind you, I made all of these up. So like they're just my way of doing something from training lots of teams, you know what I mean? And then, you know, Jeremy, you trying to go like, I really struggle with prospects that just talk a ton or I really struggle with really, so you wanna like go difficult versions of that, but they have to relinquish so you can progress. You know what I mean? So that's really what you wanna do. It's the train hard, fight easy. Mentality.

Okay, no, that makes sense.

Yeah, yeah, easy peasy. Nicholas, you got anything for me today? You got— you got the medical device stuff going?

Yeah, I got it going.

Um, I don't really have the question right now, to be honest. Go ahead. How's the cold calling going?

It's good, it's good. Uh, they gave me a list of like closed opportunities, like lost opportunities, which has helped a ton in terms of booking meetings.

Okay.

Really, it's your show rate. Actually, that's actually a problem I have right now. These people aren't really showing up to the meetings that I'm setting.

Okay.

Go ahead. Go ahead. Let's go. Let's, let's, let's, let's hear it. Let's go through the— well, what's your process for when you like book the call? Like walk me through it.

So ring, ring, ring.

Yeah, just tell me, like, tell me the booking process. Like, what do you, what do you do when you book them?

I say, what's a good time? Okay, 4 o'clock. And then I book it on the call with them and then have them confirm it in their email.

Okay, uh, stupid question, you're confirming the time zone? Okay, cool. Um, so the way that I do it, right, um is that I always go like, okay, cool, man. So like, uh, first of all, I try and— I try and say just like morning or afternoon work best, and I'll try and make sure like that they're gonna have it free, they don't have like kids to pick up or anything like that. So I go, okay, Nick, so, uh, like, it's kind of morning or afternoon better for you?

Morning.

Morning, sweet. Are there any like— are there any like times that don't work for you? Like you always have a meeting at 10 AM or something?

Yeah, 10 AM I can.

Okay, cool. All right, well, wait, you're on mute. I got 9 o'clock on Thursday. Does that, does that work?

That works.

All right, cool. Um, that's where you guys use like Google Meet, Zoom, phone call?

Google Meet.

Okay, cool. All right, well, um, what I'm just going to do is going to go ahead and book that in. This is the correct This is the phone number. This is the email. Yeah, this is the name. You're happy with that name? You don't want to use a fake one? Yeah, Mike Oxlong or anything like that? No, no, no, no. All right, cool. Um, and, uh, you've used Google Meet before?

Yeah.

All right, cool. So you don't have to be prettied up, it's okay. Um, now could you do me a favor? I've just sent you that. Could you open up your email for me and just confirm that you got that? It should be from us. What I need you to do is just click the yes button. That's going to let, uh, Mark, who I booked you in with, know that you're, you're actually going to be there. Um, so could you do that for me? Let me know when it's done.

Okay, most of them say yes, but what if you get, oh man, I'm in the car right now, or I got a patient, I'm all— I'll do that as soon as I'm done sticking around here.

Yeah, for sure. What's a, what's a good time? Uh, what time do you think that'll be? Because what I'll do is I'll just make a note of it, and then I can just, uh, I can just, you know, be the nice little pestering, pestering guy that makes sure that you get it done. Because, uh, Mark's had a tough life, you know. He's only got one leg, he's got 7 children, you know. Um, he tragically died in a car accident but came back. So, uh, we don't, we don't want to, we don't want to mess Mark around any more than we have to, right?

Okay, yeah, I like that.

Um, okay, all right, cool. And, um, You know, also, I understand that life gets in the way and that there may be more important things that come up between now and then, which is totally cool and normal. If you could do me the favor of just like letting me know. So I'm going to send you a text right now. This is my personal number. But to put a boot— have you got that? Yep. Sweet. All right, cool. So if anything comes up, you need to move, reschedule, your wife leaves you, you just want to talk about it. Just give me a text and, uh, we can, um, we can make sure that we get it moved. Yeah, we just don't want to leave Mark with 7 children and one leg sitting there, you know, by himself, idle hands and whatnot. Is that cool? All right, cool, dude. Is there anything you need between— for me in between now and the call? Nope. All right, cool, dude. I'll see you then.

Good.

Yeah, I'm not doing it, so So I try and like, uh, be super likable, make little jokes. I try and, um, I always do something with the closer. It's like, you know, he's had a rough life, you know, he had 4 wives, they all left him at once, you know, just something ridiculous like that. You know how these Mormons are, right? So, you know, like, they're just something silly, you know, like that. Um, you know, he lost both of his legs in a tragic, like, like like losing accident and just little shit like that. So what it does is it just like lightens the mood. I make sure that they've done it. I, I make sure that they're— it's okay to have to move the time. Like, it's just not a big deal, mate. It's fine. Life is more important than this. And so, um, then they don't feel bad when they can't make it and they don't just ghost you, right? You know. And it's just like kind of a memorable, you know, little way of doing it. And then when you, when you get to like, when you get in touch with them, right? Then, uh, yeah. Hey, the wood background crew.

Let's go, dude. Let's go.

Yeah. Why do you— why, Nick? Why? I snap my fingers, you, you forget you were ever gay. Yeah.

I have to move, I guess. Yeah, to go find, find somewhere with wood.

You don't have to move, you just buy them, Nick.

Oh, okay.

They're just panels, they're not even expensive, like $150 a panel or whatever it is. $100 a panel. Yeah, I'm—

yeah, yeah, okay. All right.

I reviewed one of Ben's sales calls and sold myself into the program. Yeah, what do you mean? I thought it was a program he's selling because I reviewed a sales call and I was like, I need that.

He's gonna blow up, dude. He's gonna blow up.

Wait, you're serious? Yeah, yeah, I was reviewing a sales call and what do you sell, man?

Uh, more eyeballs.

Yep, that's what we've come down to. This is the truth. Yeah, more eyeballs. I like it. Uh, Daniel Isles. I like how he has to— is it Isles? Is that how you say it?

Yeah, IELTS.

Yeah, I like how he has to do his first and he has to do the I in lowercase, so it just looks like Daniel Lies. Yeah, that's so unfortunate. So unfortunate.

You know, it would be nice if he actually texted back. That would be really nice.

Yeah, yeah, man, that— how good was that testimonial that Andy gave?

Dope, dude, it was so good. It's like, yeah, this is the real deal, man. It's like, how can you not text back for a whole weekend when you've got Andy Elliott sending you personal videos? I don't understand. But I guess maybe he has more important things to do. I don't know, it's whatever.

Maybe, maybe he does. I'm trying to sell him Diler, and so I put him in a group chat with Andy Elliott.

We need Diler, dude.

The greatest referral. He's a fucking mate. He just sits there and does like a 3-minute perfect piece to camera. He's just like, this is what you gotta do. And then he's just following, he's chasing it, he's doing follow-up. It's fucking perfect. Andy's a good dude. If you guys ever get a chance to go to one of his events, you should. Yeah, he's one of those like things like if you don't want to like Andy Elliott, don't ever meet him. He's a fucking— he's a good dude. I, I thought it was like douchebaggery until I met him and I was like, oh man, you're like one of the nice guys. Because I know all those dudes, I know all those influencer fuckbags, and he's like one of the only ones that I'd ever actually want to go to dinner with.

Really? I thought he was kind of a d-bag too, but he's like, nah dude, he's such a nice guy, man.

He's like fully blown nice human being.

Wow.

You know what I mean? Just like genuinely good dude.

He gets so much hate though.

Like, yeah, Brad's a good— yeah, but he does it on purpose. So like, have you, have you, have you gone into that AI notion that you guys have and looked at the sales?

It's like all his stuff, every single one is Andy, right?

And so he, he— I, I was there when he broke down his content strategy basically. He says he cuts himself out of context knowing it will go viral.

Wow.

And then from there he like triples down on that, on whatever it is. Like when he said like the six-pack thing, he just tripled down it for 3 months. Like that one video got him like millions of followers and their business does like 6 mil a month pure organic. He is the GOAT of content, bro. The GOAT. He like— there's no one better. That dude understands social media content on a fucking level that not many people do. But also he's willing to say some things, you know, like I'm not willing to say some of those things. Me neither, dude. Yeah, but like, dude, the dude's great, man. I got nothing but good things to say about him. Um, cool. Uh, alrighty. So Nick, so yeah, I think if you, if you work on those, like it's just a bit of a different strategy and approach, but I think if you really work on the tie-down really tie them down. Make sure they know that it's cool if something happens. If they're like busy and in the car, just go like, oh, like, when you get into your destination, like, where are you going? You're like half an hour away? Yeah, cool. All right, cool, man. What I'm gonna do is, because like I like to be super professional, I know that could be very, very annoying, you know, is just I'm gonna give you a little text. I'm just gonna text you now from my personal number. Have you got that? Yep. Sweet. All right, cool, man. If you want to get pipeline, dude, pipeline is all about your personal number. Like have two of them. I just get— just get two iPhones, whatever, right? You know, and then like just start doing the thing, and then you'll just create this like network effect, and then it's like bing bing bing bing bing. And then like the moment you get someone to like book in, like make sure that you're following up on what happens to them because you're probably a better closer than whoever's closing, right? So just, just, just keep tally of that. And then if they don't sell them, call them and sell them. There's no faster way to becoming a closer. Yeah, because you're only in the position you're in because it's like medical device and it's a good opportunity and like they want to prove the point, yada yada. If you use Shark a few deals, mate, you don't have many friends, but you'll have the job you want. Yeah, yeah, but you're not, you're not there to make friends. So I would definitely do that. And then like, make— start asking for referrals. Like, referrals are so much easier to get. Like, they all know each other, you know? If it's like— it's like orthopedic surgeons and shit, is that what it is? Oh no, it's the— it's like the med spas and shit.

Them too though, them too.

Dermatologists, those types, man, they all hang out. Yeah, you know, doctors are friends with doctors, you know? Right. Start going to synagogue, man. Start getting them referrals. Shalom, shalom. Yeah, I mean, that's where the doctors are.

Yeah, so they have a $3,000 referral fee. So yeah, wow.

Like, you, all you got to do is meet one young, like, hustler type dude, you know, you get the vibe. He's like, cool dude to talk to. They're using that guy likes making money. He's like, hell yeah, I like making money. They'd be like, all right, dude, everyone that you send me that buys, we'll give you $3,000. Yeah. How's that sound? Like, fucking for real? All I gotta do is send these people? All right, sweet ass. You just gotta do a group chat. They buy, I'll give you $3,000. Boom. Okay, you can give it to all doctors or specific doctors?

What'd you say?

Like, your medical devices, is it to all doctors or what's it specifically designed towards?

It's for cellulite and like skin tightening.

Okay.

I got a doctor who—

he's a dentist, but he has a med spa. I don't know, but I can give you— give you his referral. That guy, that guy, that guy buys. So if you reach out to him, get 50% break.

Yeah, there you go, right? Tier 1, tier 2.

Drop your number in the chat, I'll send you a text.

Oh baby, this is what we should be doing. This is what we should be doing. We should be making deals.

Matt, you want to buy a medical device too? No, buying everybody's shit.

I can buy a medical device, only $100 grand. What is that? It's it not a small price to pay for salvation? Guaranteed. I can buy some— you can buy some wood panels with the commissions from that. Yeah, right, right. You might, you might look like a fucking sales guy by the end of this, right? Yeah. What are these fucks only giving $3,000 for and they're selling something for $100K? Or what's the commission on that bitch? Tell me, come on. What, like $10 grand?

What's the commission for ASM? I think it's like $7 grand a sale, pretty much.

It's not bad, it's pretty good. Easy, that's light work, bro. I'd be— yeah, what, you'd be what? What would you be doing? I'd be, I'd be, I'd be going out there and like, I would join medispa coaching programs, bro, for sure. What do you mean? I would join. See you guys. You're hearing your new guitar? Awesome. Bye. I love you guys. Oh, nice. I see. Yeah. I would, I would join Facebook groups. I would join school groups, but I would definitely join a business coaching. And I would, I would partner with the business coach from MediSpa. I'm like, hey, $1,500 every single time you refer someone who gets it, and it just gets split both ways. Yeah, I mean, or no, just 3 referrals, so $3,000. Be like, hey, it's $3,000. What do you charge these folks, like, like $20K for the year? Well, like, you could get an extra $3,000 off all of them. Like, that, like, that's an incredibly good like bump and rise, you know what I mean? If they, if they're a big— like, that's what I did with Sniper and that kind of stuff. Like, I just partnered, I just went and joined masterminds and joined people and like approached them. And you know, you just create referral relationships. Like, that'll be the thing that you could do that will like crush everybody else, is create relationships with the people that have— like, like Ben, I bet you anything in Viral Coach there is someone who is a coach to medispas or something like that.

We have a ton of those, dude. Like, every day I'm on a medispa call.

Every day, bro. 1500. Drop your number.

Drop your number in the chat here, dude.

I'll do it. I'll do it right now, dude.

There you go.

Let's make you some money, dude. Let's get you closing deals.

I think that's, that's what today is for, dude. Let's make Nick money.

I think you need wood panels behind you.

Yeah, then I, then I would have money. Yeah, then I'd have money, bro.

The chat feature is not on my screen right now, I swear. Sometimes Google Meets, I just want to—

just pisses me off.

If you, uh, can I just, can I just, can I just tell it to you? Can you write it down?

Yes, you can.

Okay, it's 801-598- 6024.

Okay, I just texted you.

Dope.

Yeah, I'll work on some, some people.

Yeah, bro, Nick Fisher is Fucking off his tits. Anyway, he sends me so many messages and they make no sense. He's like a— yeah, you know, like real smart people, they only like— they only say half of what they mean, and like they, they expect you to have some sort of telepathy with them. And like, anyway, um, all right, well, that's good. This is what we should be doing, this every call, fucking finding deals, right? This is what we do as salespeople. I gotta run in a second because I, I started this early because I got meetings. Good. I'll see you later on. Um, yeah, been going well?

Yeah, yeah, yeah, it's been going great. I'm just trying to dial it in. I've been role-playing with Chatty, but, um, you know, if one day I'd like to role-play with Nick when we have time so that he can— he's the best prospect in the world. He, he, uh, he, he—

yeah, thanks.

You are, dude, like every call. Yeah, it's good. You're the kind of prospect I struggle with too.

So yeah, you guys should just hook up. Just go jump on a meet because you guys need to exchange details anyway and figure out like you meet a med spa guy and they just get sent straight to Nick. Hey, we're seeing a lot of dudes that are making a ton of extra money.

You can start a little med spa funnel.

It'd be dope. Yeah, bro, cold calling is for chumps when you know how to use the internet.

That's what I'm saying. That's what I'm saying.

Yeah, like, hey Matt, are you, are you gonna with that program that you guys had for like, uh, intensive coaching. Are you going to be coaching in that one, or is it more so you designed like the program for the Platinum kids? Yeah, yeah.

Uh, no, I just, I just, I just, I just designed it. It's a good program if you want like more intense shit, but like just personal training and all kinds of shit, like it's pretty comprehensive. Okay. Yeah. All right, all right, all right, guys, I gotta run. Wooden background crew, let's go! Fucking do better.

Yeah, maybe next time.

See you guys.

See ya.